GTM Enablement - Expansion

GTM Enablement Expansion

ElevenLabs is hiring for our first GTM Enablement Expansion to build the foundation of how ElevenLabs enables its global revenue teams to drive adoption, expansion, and retention. This is a 0-to-1 builder role. You will define the strategy, build the infrastructure, and execute hands-on as we scale.

What sets this role apart: we're looking for someone with a technical foundation and deep understanding of the post-sale motion. You've been in the room for complex customer implementations, usage reviews, and cross-sell negotiations. You know how to navigate and enable sellers to find new buyers across a multi-product enterprise platform. You understand what it takes for a revenue team to drive cross-product adoption and identify and close expansion opportunities, because you've been that person.

This role sits within GTM Enablement and reports to the GTM Enablement Lead, North America. You will work in close partnership with:

• Account Management leads, North America and International (owning customer expansion)
• Revenue leadership (owning commercial strategy)
• Product and Product Marketing (owning roadmap, messaging, and use case development)

You will support a global team of AMs and AEs across North America, EMEA, LATAM, and APAC.

While expansion enablement is your primary focus, you'll also support GTM Enablement across SDR and new business motions as needs arise. This is a full-stack enablement role on a lean team; you'll build content, deliver training, design e-learning, and flex across audiences as the business requires.

What You'll Do

• Own the expansion enablement foundation: Define what "Expansion Ready" and "Retention Ready" mean at ElevenLabs and build the playbooks, training content, and scalable frameworks to get AMs and AEs there

• Drive revenue and expansion excellence: Build cross-sell and upsell playbooks covering expansion discovery, multi-product positioning, and deal execution; design enablement for identifying expansion signals including usage patterns, new use cases, stakeholder mapping, and whitespace analysis; and enable revenue teams to articulate the full ElevenLabs platform story across Creative, Agents, and API to drive multi-product adoption

• Build the full expansion program: Create structured onboarding journeys covering product mastery, customer lifecycle management, health scoring, and renewal execution; develop adoption playbooks, churn prevention frameworks, and business review enablement; and build technical fluency programs so AMs and AEs can confidently discuss APIs, agent configurations, and integrations

• Build and maintain enablement content: Develop playbooks, training decks, videos, workshops, LMS content, role-play scenarios, call libraries, and coaching frameworks in close partnership with Product Marketing, Sales, and Product

• Operate AI-natively: Use ElevenLabs' own voice and agent technology to create localized, voice-enabled training and AI-powered practice environments; default to AI tools to research, draft, and build faster, and coach others to do the same

• Deliver and scale training: Facilitate live virtual workshops and certifications across regions and time zones while designing async learning paths that scale globally

• Measure what matters: Define and track enablement KPIs (ramp time, NRR, gross retention, expansion pipeline) and use data and feedback to continuously connect enablement efforts to business outcomes

Requirements

• 47+ years of experience in account management, customer success, sales enablement, solutions engineering, or GTM enablement at a SaaS or platform company

• At least 3 years in a customer-facing role (CSM, AM, AE, Solutions, or similar) with direct experience driving adoption, retention, and/or expansion and proven quota excellence

• Technical fluency: you can navigate API documentation, understand integration architectures, and credibly discuss technical implementations

• Proven experience building enablement programs from scratch in fast-moving environments, with full-stack skills across live facilitation, content creation, e-learning development, and presentation design

• Strong stakeholder management skills across Customer Experience, Sales, Product, and Marketing

• Analytical mindset with experience defining and tracking enablement effectiveness; familiarity with Salesforce, Sigma, and Gong strongly preferred

• AI-native operator: you use AI tools fluently in your daily work and can articulate how to embed them into enablement programs and workflows

Nice to haves:

• Experience at a high-growth AI/ML, developer tools, or API-first company

• Background in voice AI, conversational AI, or contact center technology

• Familiarity with usage-based pricing models and consumption-driven expansion

• Experience enabling both AM and AE roles within the same organization

Location

Remote-first, globally distributed role. We have a strong preference for candidates based in NYC, DC, or SF to enable close collaboration with both the Sales Enablement and Customer Success leads. Exceptional candidates outside of North America will be considered if they can operate effectively across US and European time zones.